Addressing the Salt Shortage
The most significant and pressing conversations I had with snow contractors at Congress was about the current salt supply situation affecting Ontario and much of the northeastern Canada and US.
In my 30+ years in the snow industry, a couple of things consistently hold true. We often forget that snow amounts average out over a 5-year period. A few years ago in Ontario, we only had to plow 3 or 4 times, and this season, many contractors are already exceeding that on a weekly basis. As the snow industry becomes more professional and consolidates away from smaller contractors, several practices that were once optional are now essential for success.
The biggest industry-wide change we need to embrace is how we view and use salt. Many of us have attended seminars or spoken with other contractors about the need to reduce salt usage in our operations. A common refrain I hear is, "I wish I could use less salt, but I'm afraid of slip-and-fall litigation." Driven by this fear, our industry continues to apply excessive salt per application. While we can't control the number of applications driven by Mother Nature, we can control the amount of salt we apply in each. Furthermore, we're seeing an increase in freezing rain events, which require more salt
to combat effectively than regular snow.
To ensure sustainability and maintain healthy profits, here are seven critical changes we need to implement:
1. Know Your Application Rates: Many contractors have no idea how much salt they should be applying, or how much they are actually applying, per application. Numerous resources are available to guide you on the correct application rates. Contractors need to accurately measure the square footage they are servicing to calculate the appropriate amount of salt per application. If you don't know your square footage, you can't accurately gauge your salt usage.
2. Measure Your Salt Output: Technology for measuring salt application has advanced significantly. Several reputable manufacturers and third-party suppliers offer salt tracking equipment. This hardware, once installed on vehicles, needs to be calibrated and used to track usage for every event. It's frustrating to see snow contractors invest in this valuable hardware and software only to fail to implement or fully utilize it.
3. Embrace Liquid De-icers: Liquids are a powerful tool in your arsenal for combating snow and ice on hard surfaces. Many contractors are hesitant to integrate liquids into their operations, and I don't understand why. While we have many mechanical options for snow removal, many contractors overlook the benefits of liquids for de-icing. Remember, integrating liquids into your snow operations should be a slow and steady process. Don't rush it, or you might conclude, "liquids didn't work for us" – it's often not
the liquids themselves that fail, but the implementation process.
4. Utilize Live Edge Blades: Live edge blades have been available for large snow plows for over a decade. To conserve salt, any new blades you purchase should incorporate some form of live edge technology. While they may be more expensive upfront, the return on investment (ROI) is significant, especially considering reduced post-event salt requirements. I even saw a live edge blade for pickup trucks at Congress this year, so there are no more excuses! Start investing in the right mechanical plowing equipment for your operation.
5. Proactive Salt Sourcing: Salt supply will continue to be a challenge, especially for contractors who purchase salt during the season, whether by the truckload or triaxle. The most effective way to mitigate this shortage is to pre-purchase and take delivery of salt before the season begins. Many salt resellers offer preseason discounts for this. This strategy requires both the capital to fund the purchase and the space to store the salt. A simple hard surface pad and a large tarp can suffice for this application; you don't necessarily need a full salt dome.
6. Manage Client Expectations: Managing customer expectations around salt usage is another critical issue. As contractors, we often dread those 8:00 AM calls from property managers complaining about residual snow on hard surfaces, even when the proper amount of salt was applied. To avoid these calls, we tend to increase application rates, rather than having an honest conversation with our clients before the season about how appropriate salt amounts work on their properties.
7. Adjust Your Contracts for Volatility: Salt procurement for snow contractors is changing. The days of getting a fixed salt price from suppliers in mid-November for the entire season are over. Salt prices are becoming more dynamic and market-driven, and your snow contracts must reflect this. Clearly explain the base cost of salt to your clients, and – more importantly – address how salt cost increases will be handled. This cost increase needs to be discussed and, ideally, passed on to the customer, as it represents the true cost of providing the service. As snow contractors, you cannot afford to absorb these increases. While many of us are hesitant to have this conversation, it's essential for your business's survival. Your most successful competitors are already having these discussions and passing on the costs, and you should too.
It's been exciting to witness the evolution of the snow industry over the years, but our industry often tends to be slow to adapt. This current salt shortage is a prime example of a challenge we must collectively address to strengthen and improve our industry as a whole.
